The Negotiator Magazine

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Action-step. I believe everybody is unique. Discover your uniqueness and parade it around your sales territory. Forget about being boring, bland, and benign. Blending in is out! Standing out is in! Do everything you can to be different in a memorable way!

9. Playing the win-lose instead of the win-win game. This point is easy to say and hard to do because it involves a dramatic change in your thinking. In some cases, it may involve a lobotomy! Never offer a price concession without getting a concession from your prospect/customer. To do so means he wins and you lose. Whatever happened to the good old-fashioned game of win-win?

What happened to it is quite simple and very easy to fix. When ever someone asks you for a better price - ask them for a better deal - which could mean a larger quantity, something else added to the order, an extended contract etc.

Action-step. This one takes courage. Do you have what it takes to do what it takes to make your selling game a win-win game?

10. Putting your families on the veritable back-burner. Most people don't think bad things can happen to them. I think it's called the theory of self-exception. Maybe it's because you're so optimistic. You think you'll live for ever. You think your families will live for ever. Take it from me it doesn't always work out that way. Now rest assured, I hope it does for you and your family.

I just don't want you to bank on it. You see stuff happens: My first wife Louise died when she was 34 from cancer. My brother John died when he was 46 from a brain tumor. My brother Ray, a New York City firemen, was killed on 9/11 at the age of 46. Enough said!

Action-step. When you put your family on the back-burner you're risking life's biggest regret - "I wish I had spent more time with my family." To avoid this potential tragedy make your calendar the centerpiece of your life and make sure every member of your family is on your calendar.

11. Living life in the multi-tasking lane. This thing called multi-tasking isn't what it's cracked up to be. Sure it looks impressive to a casual observer to see you driving your car with a headset on and nibbling on your morning egg McMuffin. How many tasks can you do at the same time and do them equally well? Some people, notably researchers writing on the subject, are now saying that tasks completed by the multi-taskers are losing out in the quality department.

Hey - it's a No-Brainer - how many things can you do at the same time and do them all exceptionally well? Go figure! Two months ago in the men's room of one of my major clients I heard someone behind that closed door, and presumably in a seated position, talking on his cell phone, munching on what sounded like potato chips and flushing at the same time. How do you explain that to a customer? Would you actually say you're passing through Niagara Falls, thus accounting for the noise in the background? I think you get the point and I'll leave the rest to your imagination.

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July 2005